The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 13 Feb, 2017
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of…

The How of Heart
Monday, 6 Feb, 2017
The How of Heart

Collaboration. Empowerment. Win/Win. Integrity. Authenticity. We’re finally recognizing the efficacy of acting with humanitarian values!

The Discipline of Listening
Monday, 30 Jan, 2017
The Discipline of Listening

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey.

The Fallacy of Making Appointments
Monday, 23 Jan, 2017
The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship’ that will close the deal? Give you a higher probability of closing a sale?

Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content.
Monday, 16 Jan, 2017
Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content.

Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content…

Meetings: The Purpose, The Pain, The Possibility
Monday, 9 Jan, 2017
Meetings: The Purpose, The Pain, The Possibility

As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve. Why?